Is promoting salespeople to managers an executive mistake?
The Business Journals

Lee Salz is a Featured Columnist for The Business Journals.

Is promoting salespeople to managers an executive mistake?

Years ago, I was invited to interview for a vice president of sales position with a mid-sized services firm. Everything was going well with my interview with the company’s CEO — and then the question came.

It is a favorite question, yet also the most ridiculous question, for a CEO to ask a vice president of sales candidate in an interview.

“How much revenue can you drive for us this year?”

I thought it was a joke, but he wasn’t kidding. Maybe it was a trick question? It wasn’t. I said, “Before I respond to your question, may I ask you a few questions?” He acquiesced…

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